Critically discuss the advantages and disadvantages of the use of anchoring in negotiation situations with integrative potential

Abstract

In this essay, the author discusses the advantages and disadvantages of the use of anchoring in integrative negotiation. Firstly, the essay introduces relevant definition, including Anchoring Effect, Distributive Negotiation and Integrative Negotiation. In the second part of the essay, the advantages of the utilization of anchoring are argued from three separate perspective. In the third sector of the essay, two advantages of anchoring are discussed. In the procedure of the discussion of the advantages and disadvantages, the author applies both his practical experience and theoretical knowledge to illustrate his view. Finally, the author concludes all discussions above and draws the conclusion about the use of anchoring in the integrative negotiation that when taking an integrative negotiation, full preparation should be made in advance to find an appropriate point of anchoring, which is conducive to bringing a win-win situation even for an integrative negotiation.